In this episode of Musings of an Entrepreneur, Larson Stair from Stairstep Strategies shares insights into one of the biggest mistakes Seed-stage founders make when selling their product: minimal discovery. Too often, founders jump straight into pitching their product without truly understanding the customer’s pain points or needs. Larson explains how to approach the discovery process effectively, including: • Asking the right questions to uncover a prospect’s Current State • Exploring their vision for the Future State • Identifying the Gaps preventing them from getting there By following this strategy, you can customize your sales pitch, qualify the right prospects, and disqualify those who aren’t a fit—saving time for everyone. Larson also highlights the importance of avoiding “Happy Ears” syndrome, ensuring you listen to what the prospect is actually saying, not what you hope to hear. If you’re a founder looking to improve your sales conversations and close more deals, this episode is a must-watch!