Am I protecting people, or am I selling them fear?

Here is what you actually do: you describe what could go wrong, then you offer the fix. That is the job, and there's nothing shameful in it. The trouble is the moment you noticed — when fear is doing work the facts should be doing. You felt it. Don't talk yourself out of having felt it. Working in a team makes this harder to see, not easier. You train each other on what closes. You share the lines that work. The lines that work best are often the ones that frighten best, not the ones that are most true. No one on the team wants to be the one who says it out loud. The answer isn't to quit, and it isn't to sit in guilt — guilt changes nothing by itself. The task is smaller and harder: look at each conversation you have this week and ask which part of it you would say, word for word, to the client's face five years from now.