How B2B Sales Reps Use Claude and ChatGPT on Job Walks
The Job Walk Prompt Kit. The questions I ask before every walk, how I run the walk as a SPIN conversation, the photo checklist and 4 copy and paste prompts for ChatGPT or Claude.
Three pages. Print one for your clipboard and save one to your phone.
Here it is.
I also sent it to your email, and The Monday Brief starts next Monday. If you don't see them, check your promotions or spam folder and drag the email to your inbox once.
Three Pages for Your Next Walk
Before You Go
The five questions I ask on the call that sets up the walk, including the two that help your proposal get approved by someone you'll never meet.
SPIN on the Walk
Situation, Problem, Implication and Need-payoff, each with an HVAC question you can ask on the roof, plus a full example from a rooftop changeout.
The Photo Checklist
Nine shots that cover the Situation for you, plus how to turn voice notes into text that Claude and ChatGPT can read.
4 Copy and Paste Prompts
Start the job thread, add the transcript, ask what you're missing before you climb down, and summarize the walk for your proposal.
Page 1 and page 3. The prompts are in the download.
The Question That Gets Proposals Approved
A lot of proposals get forwarded to someone you'll never meet. So before every walk, I ask my contact two questions:
- "The people you're going to sell this to, your boss or the owner, is there anything they'll want to see from us?"
- "What's really going to help this project sell? What's going to get it to the finish line for you?"
If you know what that person needs to approve it, you can write the proposal for them. The kit has the other three questions, the SPIN questions for the walk and the prompts that turn your notes into a summary for your proposal.
From Job Walk to Finished Proposal
This kit gets you off the site with clean notes. My book takes those notes the rest of the way with Claude: the estimate, the scope, the clarifications, the price, the review and a proposal in your own format, with a summary built from your SPIN notes.
AI for HVAC Contractors 2026-2027: From Job Walk to Estimate to Proposal With Claude AI in Hours, Not Days. Written for commercial HVAC.
Before You Download
What is SPIN Selling?
A way of asking questions from Neil Rackham's book SPIN Selling, built on his team's study of more than 35,000 sales calls: Situation, Problem, Implication and Need-payoff. On a job walk, your camera covers the Situation, so your time with the client goes to the other three.
Does it work in ChatGPT and Claude?
Yes. I tested all four prompts in both on a made up rooftop job. Start a new chat for each job and paste the prompts in order.
Is it only for HVAC?
The examples are commercial HVAC, because that's my work. The questions, the photo routine and the prompts work in any trade where you walk a site before you price it.
What does it cost?
Nothing. Add your name and email and the download opens right away. You'll also get The Monday Brief, which you can leave anytime.
SPIN Selling by Neil Rackham (McGraw-Hill, 1988). SPIN is a registered trademark of Huthwaite International. This kit isn't affiliated with or endorsed by Huthwaite, Anthropic or OpenAI. ChatGPT is a trademark of OpenAI.