Focus on bringing solutions to table when you first meet your client. Do the discovery before the meetings and make assumptions to use the first meeting to validate those assumptions

• Customers like sales consultants that guide and understand their problems right out of the gate.

• Assume you had to install the solution what would be your approach as if you already did the discovery and deeper dive.

• Let the customer guide you on pieces of your assumptions to validate or take out things that don't matter to them.

• Make it a back and forth as opposed to a one way sales pitch

If you don't have enough data to build a full solution, assume some of the high level buckets of information needed

Build a mindmap and use it as your guide to do your discovery