We sold a Catalina 27, not too long ago, stored on the hard. I assumed (incorrectly) that having her already hauled out would be a big benefit. That's what I would prefer, as a buyer. What I did not understand, at the time, was that the size/cost/style of boat matter.
The Catalina 27 appeals to a lot of first-time buyers. They generally lack the experience to appreciate the benefit of having the boat on the hard during initial inspection. Pretty much the only question remaining, after that, is, "Does she float?" But, many potential buyers were bothered by the fact that the boat wasn't in the water. Some assumed something must be wrong with her. Some were just unfamiliar with the haul-out procedure and that made them a bit skittish. As a seller, you can explain some of that, but when you are talking about a low price-point, super common and basic sailboat, that kind of buyer tends to be simultaneously idealistic (wanting to just buy and sail off to Hawai) and also nervous (uninformed and more prone to make emotional gut-feeling decisions).
We had a really tough time selling her and ultimately sold her for much less than she should have been worth. (The actual deal-breaker, in most cases, was the lack of moorage availability, which is why she was on the hard to begin with.) In our case, that was fine. We were selling her as a donation to a local community boating program. So, we weren't going to make any money anyway. We just wanted to see her go to a good home and bring in some money for the program.
