There is a small and very important step in the Sales Process, just after Discover and before Create, it's called Be Clear About the Sales Process. It's all about taking charge of the consultation. Let the customer know what you'll be doing today during this consultation. Let them know about the sales process and the steps involved. It's your chance to take charge and also mention a few other upsells or other components of your product. This small step made a huge difference for me and helped me win more sales.