Discounting
When does discounting help, and when does it train the wrong buyers?
Start with what is actually available.
Pricing Memo
A one-page document that forces you to think clearly about what you charge and why.
When You Wish You Had Charged More
A practical SOE perspective on pricing regret: what it reveals, what it does not prove, and how to test a better price.
When should I discount?
A discount is a message. Make sure it says what you intend.
Pricing Memo Template
A one-page document that forces clarity about what you charge and why.
Price Rise Script
The calm, one-sentence script for telling existing clients about a price change.
Discounts Need a Job: Decide What the Price Change Is Supposed to Buy
A discount without a defined purpose becomes permanent margin leakage.
When Discounting Helps and When It Trains the Wrong Buyers
Discounts are useful when they solve a specific commercial problem. They become dangerous when they replace a weak value proposition, unclear qualification, or an untested price.
How to Use a Conditional Discount Without Teaching Buyers to Wait
Tie discounts to a genuine condition such as scope, timing, volume or a defined segment. Keep the standard price stable so the discount does not become the real anchor.