Most buyers don’t care what the seller needs to net—and here’s how I explain that

I went on an appointment before I left for tour with a seller would not budge on price because they "had to get their money back of what they put in". The amount they wanted was over 40k more than the next closest comp and so this is the route I took the conversation... 

"I can certainly see all the work you did and the place shows great because of it AND let me as you a question... 

After you sell and you go to buy your next home, will you be making an offer on your next home based on what the seller has to net or on the market value? 

(Answered market value of course)

So then, don't you think most buyers are going to feel just like you?

Of course they are, so why don't we do this... 

Lets price it at $399,900 and hold firm because I'd rather see you get two to three offers and turn them all down, than never get an offer at all and at 440k, I just don't see anyone coming to make an offer based on the market today. Fair?" 

Walked out of there with a listing at $399,900. 

Next time they try and tell you they have to net a certain amount, I want you to use the above because as you know, it's never about net and always about market value to the buyer.