CLOSE is the backbone of the Dealmaking OS. Every activity maps to one of five stages — Clarify, Lock In, Outfit, Secure, Execute. You learn each stage where you do it: the tools you run live under the stage they serve, and the training that teaches it sits right alongside.
The five stages · do it & learn it, together
Stage 01 · Clarify
Know who, why, and what a win looks like.
Define your target, opportunity, and ideal outcome before anything else. Know who you're going after, why, and what a successful outcome looks like.
Do · tools that live here
Learn · curriculum
Stage 02 · Lock In
Specific targets, specific actions, specific dates.
Build your strategy, timeline, and prospecting plan with precision. No vague intentions — specific targets, specific actions, specific dates.
Do · tools that live here
Learn · curriculum
Stage 03 · Outfit
Load up before you go into the field.
Equip yourself with the tools, market knowledge, and relationships you need to compete. This is where you load up before you go into the field.
Do · tools that live here
Learn · curriculum
Stage 04 · Secure · the revenue core
In front of people, generating momentum.
Execute revenue-producing activity. The core of the OS — converting activity into committed relationships. Secure runs on four branded levers, in sequence.
The four levers · run in sequence
REACH
ProspectBook the LEARN meeting. The single goal of every prospecting call.
LEARN
DiscoverUnderstand the client's world completely, through five structured layers.
VALUE
PitchWin the exclusive assignment. Make Del Real the only logical choice.
RESOLVE
NegotiateA competency deployed at every stage — runs underneath all of CLOSE.
Stage 05 · Execute
Close, capture the commission, expand.
Close the deal, capture the commission, and expand the relationship. The deal is done — now deliver, protect, and grow.
Do · tools that live here
Learn · curriculum