Anything is sell-able if it is priced right. The older I get and the more I have lived this becomes crystal clear. That beautiful home on the railroad tracks can and will sell if it isn't priced like it overlooks the Grand Canyon. Like so many things in life location and timing matter probably more than anything else.
I have had sellers believe their home is worth more because of all they have done to and spent on it. Not so fast. First of all most sellers have not seen the others in their neighborhood. Secondly personal style does not value make. And finally, an over improved home generally sells for less than a cookie cutter property. Really.......
It takes focus, patience and the facts to help a seller understand the value of their home. If you skip a step or are unprepared, you lose, period. So what you say and do, and how sensitive you are to people really matters. Be positive but be firm and be willing to listen to people take pride in what they have done. And once you have listened remember that you don't do anyone a favor by capitulating on price because you are afraid to offend or even worse lose the listing. Truth sells and if you can't be honest you haven't learned that giving it time at someone else's price is a waste of time and money.
You can help your cause by being through, precise and prepared. Make sure if there is another home that is active in the neighborhood, you have been there and not just evaluated it on paper. Never get caught being unprepared or assuming you know when you don't. If there is an oddity in a closed listing, call the listing agent and find out why before your appointment.
In short be the expert, but be human too. Everyone is proud of their home and no stranger telling them what is wrong with it will earn their business.