Step 01
Source and Upload the Framework Documents
Create a sales methodology project and upload the primary framework documents you are allowed to use. Include definitions, journey maps, examples, and process guides from the framework author.
IntermediateSales
How to Turn a Sales Playbook into an Interactive Script Generator with ChatGPT
Load a proven sales framework into a ChatGPT Project, ask it for a product specific discovery guide, then add focused product and customer research so the questions diagnose real pain, impact, and critical events.
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Source episode · 23:20How I AI: Hiten Shah's Advanced ChatGPT Workflows for a Personal Coach, Sales Playbooks, and Managing Up
with Claire Vo
Hiten loads Winning by Design PDFs, asks for a SPICED discovery guide for ChatPRD, then adds product research and corrects the prompt when the model applies the framework to the wrong deliverable.
Before you start
What you need
- A ChatGPT Project
- Authoritative sales framework documents
- Product, ICP, and customer problem context
- A specific call or sales stage
What you’ll make
A product specific discovery guide with sequenced questions for situation, pain, impact, critical event, and decision, plus follow-up probes.
Tools used
- ChatGPTVisitChatGPT
OpenAI conversational AI
The workflow
Follow the sequence once, then adapt the prompts, checks, and handoffs to your own setup.
3 steps
Step 02
Generate a Customized Discovery Guide
Ask for a discovery guide for one product, ICP, and call stage. Require the framework sections, practical questions, follow-up probes, and a brief note on what each section is meant to uncover.
Example prompt
Create a SPICED discovery guide for [product] selling to [ICP] in a first discovery call. Organize it by Situation, Pain, Impact, Critical Event, and Decision. For each section, include three open questions, likely follow-up probes, and the evidence the rep should listen for. Keep product pitching out of the discovery portion.
Step 03
Enrich with Deeper Product Context
Add a focused product and customer brief, then regenerate the same deliverable. Tell ChatGPT to use the new context to tailor the questions, not to rewrite the product through the sales framework.
Example prompt
Use the attached product and customer context to improve the discovery guide above. Tailor the questions to the ICP's current workflow, pain, alternatives, and buying triggers. Preserve the SPICED structure. Do not turn the framework into product positioning or a generic demo script.
Teach the framework first, then add product and customer context to tailor the same deliverable.
What good looks like
- Questions reflect the uploaded framework accurately.
- The guide names the actual ICP and product problem.
- Questions diagnose pain and impact instead of turning into a demo script.
- The result is short enough to use during a real call.
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Runbook notes
How to recover when the loop fails and where human judgment helps.
If it goes sideways
- The guide repeats framework definitions without product relevance
- Add a concise product and ICP brief with customer language, current workflow, and known pain points, then regenerate the guide.
- The output becomes a product pitch instead of discovery
- State the call stage, cap product explanation, and require open questions with follow-up probes before any demo.
- The model applies the framework to the product instead of the requested asset
- Name the deliverable and show its expected structure, then say exactly how the framework should shape it.
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