Ok, here's the consumer's answer: As a Seller, I value the check. He he.
I personally do well with smart Realtors who tell me the truth. It will get me the check faster.
I probably have a bit more experience than the average consumer, so my answer is likely not true for all consumers. I once referred a Realtor friend to a neighbor who was interviewing agents for a listing. i said, "He's pretty smart, so just tell him the truth." That turned out to be bad advice as my neighbor listed with another agent at about $100,000 over market. But at the end of the day, Sellers who will not listen to you are just going to cost you time and advertising money, anyway.
On this pricing thing: don't just say it - prove it. Bring comps, bring comps, bring comps. I also personally value a true marketing PLAN. Not just stick it in MLS and hope it sells. Since every one says that the web sells, I want a professional web presence. I don't want my property on an amateur web site, with typos and bad format. A template gone wrong.
Good question and thank you for asking.