Some sellers need a lot of coddling when they get the bad news that their house is not worth what they think it is. I have found that an appraisal will help some snap back into reality, but there are those who need a second opinion. So, I typically talk them into a home inspection to confirm the value as it's affected by condition.
If those two reports come back with disappointing news, it may be time for therapy. A seller who has lived in a cloudy and self-induced bubble can find himself/herself in a fragile state at this point. A visit and a little hand-holding may be warranted. A few empathetic words would be in order, and maybe even a good stiff drink could help. During this time, a lot of listening will be helpful, followed with a few "Uh huh, uh huh(s)" and an "I know. It's sad. I understand(s)," and a little "We'll make this happen yet. You watch."
Then, a realistic price and a quick contract will make the therapy complete. A smooth contract period followed by a quick and flawless closing will help the beleaguered seller begin to feel better, and before you know it the dark circles will disappear, his mood will improve, his sense of humor will return and he'll be ready to move on to his next home purchase. A seller may need a little therapy to get him to closing, but we're in the realty therapy business. So, no problem.