You've seen the home, asked them a lot of questions, written down their responses (we hope) and you're ready to address their needs. You go down your list and address each of their concerns, questions and needs with the services that you provide to solve that problem or satisfy that need. You can then give them materials that explain your company and all your services and ask if they have questions about these other items. At this point ask them if you've addressed all their concerns and questions.
This might be the time to consider offering a Warranty.
Silence at this point is definitely a virtue. When you ask if they have any other concerns or questions, shut up for a minute and let them think. There may be something that they've held back and it might come out now.
This might also be a good place, if not already dealt with in previous discussion, to give your sellers some insight into the process.
