"As a former car salesman, this is a pretty well known move.. It’ll often be used on the customers. You give them the close.

“So you said you were looking for X, Y, and Z.. and your budget was $ABC.. This vehicle here is X, Y, and Z, and comes in right at $ABC. Are you ready to sign some papers and take it home today?” and then you shut up. You sit there with your mouth shut and you wait. The customer will often stop to mull over their options.

Perhaps trying to find a reason to not buy the car. Newer salespeople would often get nervous at this point and start to help them find those reasons.

“Was there something you didn’t like?”

“What if I could maybe do a little lower?” etc.

You just gotta wait. Don’t try to guess what their objection is. Just let them tell you."