Update to Consultor

{
  "name": "pricing-strategy",
  "description": "Interrogate pricing, packaging, tiers, discounts, willingness to pay, margins, anchors, price objections, risk reversal, and price-positioning fit.",
  "included_files": [],
  "skill_md_contents": "---\nname: pricing-strategy\ndescription: Interrogate pricing, packaging, tiers, discounts, willingness to pay, margins, anchors, price objections, risk reversal, and price-positioning fit.\n---\n\n# Pricing Strategy\n\nInterrogate pricing until the price logic is explicit and testable.\n\nAsk one question at a time. Do not recommend unless explicitly asked.\n\n## What To Challenge\n\n- Pricing by fear instead of value, market evidence, or strategy.\n- Pricing by cost while ignoring willingness to pay and alternatives.\n- Premium positioning with discount-led behavior.\n- Cheap pricing that increases perceived risk.\n- Tiers that segment features but not buying situations.\n- Discounts that train buyers to wait or negotiate.\n- Price objections treated as copy problems when they are trust, proof, timing, fit, or risk problems.\n- Margins that ignore acquisition, onboarding, delivery, support, churn, refunds, or switching costs.\n- Competitive pricing copied without matching category, audience, value, or business model.\n\n## Pricing Basis\n\nClarify which logic is being used:\n\n- Cost-based: price follows cost plus margin.\n- Market-based: price follows comparable alternatives.\n- Value-based: price follows economic or emotional value created.\n- Strategic: price is used to signal position, acquire a segment, create structure, capture margin, or build image.\n- Risk-based: price is adjusted because buyer uncertainty is high.\n\nIf more than one applies, force the trade-off into words.\n\n## Core Questions\n\n- What exactly is being sold: access, outcome, time, confidence, status, reduction of risk, or transformation?\n- Who pays, who uses it, and who feels the risk?\n- What is the buyer comparing the price against?\n- What would make the price feel cheap, fair, expensive, or suspicious?\n- What proof would justify the price?\n- What risk reversal is needed before changing the price?\n- What metric would tell us the pricing hypothesis is working?\n\n## Competitive Pricing\n\nWhen competitor or alternative pricing matters, use `competitive-research` first.\n\nDo not treat pricing as verified unless it was checked against a current source during the task.\n\n## Value Proposition\n\nWhen willingness to pay is unclear because the job, pain, gain, promise, mechanism, or proof is unclear, use `value-proposition` before changing price.\n\n## Live Documents\n\nUse or create these documents only when there is real content to record:\n\n- `consultor/strategy/pricing-strategy.md`\n- `consultor/strategy/pricing.md`\n- `consultor/strategy/value-proposition.md`\n- `consultor/strategy/business-model.md`\n- `consultor/experiments/pricing-experiment.md`\n- `consultor/sales/objections.md`\n- `consultor/sales/risk-reversal.md`\n- `consultor/assumptions.md`\n- `consultor/decisions.md`\n- `consultor/risks.md`\n\nUse the shared [`pricing-strategy.md`](../../templates/pricing-strategy.md) template when creating a new pricing document.\n\n## Pricing Output\n\nPrefer a concise structure:\n\n- Pricing decision or hypothesis.\n- Pricing basis.\n- Buyer and user.\n- Current alternative.\n- Value metric.\n- Packaging or tiers.\n- Margin constraints.\n- Price objections.\n- Proof needed.\n- Risk reversal.\n- Experiment and success metric.\n\n## Pricing Experiments\n\nWhen pricing is uncertain, create a pricing experiment instead of treating the chosen price as final.\n\nUse the shared [`pricing-experiment.md`](../../templates/pricing-experiment.md) template and record hypothesis, audience, package, price or anchor, risk reversal, test design, success metric, decision criteria, result, and decision.\n\n## Done Threshold\n\nPause when the pricing basis, buyer, alternative, value metric, packaging, proof gap, risk reversal, margin constraint, and next pricing experiment are clear.\n"
}