I use under contract statistics, I use actives statistics. Really, anything that helps support my pricing recommendation.

Active, pending and most importantly closed prices.  DOM is a big deal for many too.  It just is what it is ...... No pressure. 

I use no persuasion tactics.

Simply answer their question in a meaningful way.

Their questions are NOT the ones being answered with your illusion of acceptable price, under contract statistics and comparable. We are consuming too much of our own Kool-Aid and have lost track of the real questions and have substituted a bewilder and befriend methodology.

I show what is for sale, pending and most important what has sold. 

listing price in realtion to days on the market. Those priced right are sold much faster than those priced high needing long time or a price reduction to get rid of it.

DOM and compare to the sellers' time frame for an exit.

Hi Sally and David -- in addition to recent sales, I also share those are active and in escrow as well as any knowledge I have of pocket listings in their neighborhood for perspective.  

I like reviewing the expired listing also.  If the seller is hoping to list their home at 400K I can show them all the expired listing that did not sell at 400K.

Sally K. & David L. Hanson I have to agree with Frank Rubi, MBA , DOM goes a long way in supporting a listing price.

I show the homes on the market and mention that buyers will look at those homes too.

Client testimonials, and my marketing plan.

My big gun is the DOM stats. 

The current and active competition.

John nailed this one!

A really big hammer!  I find that absorbtion rate information such as the number of buyers in the market per 100 listings is often an eye opener.

Days on market, price reductions, upgraded or not, horrendous paint colors, interest rates and the 2016 election.  "you know we're coming up on an election year"..........means nothing but makes them think.

Of course DOM but also expireds. I let them see what sold. Expireds are generally overpriced. Then I asked them which one they would like to be.

Coercion, intimidation and removing my shoes to beat them over the head. If none of that works, then I take the listing anyway and let the chips fall where they may until it eventually sells for less than I suggested.

In addition to Sold Comps I also use Under Contract but most important the current competition. Most folks understand if a very similar home on the next block is priced $25K less it is the one the purchasers are going to buy.

All the statistics (competition, on the market, expireds), absorption rate in the local area and price range, and a discussion of when the most activity is and what happens if a home sits on the market so they have the information. But also understanding their time frame

I like to share stories from past experiences. Sellers that stayed on the market at too high a price usually end up with less when then eventually do sell.

Real stories about pricing strategies and how they do or don't work. In our market people look beneath their price range right now and expect to overbid. Consequently we have to underprice everything with an eye towards overbidding. I back up that phenomenon with real life stories about properties listed just about where we expected them to sell which subsequently sit and go stale. 

I also look at the houses that are under contract- while we don't know what the sale price is we can get a general idea if there are multiple ones in the same price range and amenities.