Growth: Relationship with Failure

How to Redefine Failure and Turn Setbacks into Success

Failure is often seen as something to avoid, but what if failure is actually the pathway to success? In this session by Larry Long Jr., we’ll explore how to transform failure into a learning opportunity that drives growth.

Failure Isn’t the Opposite of Success—It’s Part of the Process

Many of the world’s most successful people have faced failure:

• Michael Jordan was cut from his high school basketball team.
• Thomas Edison failed over 1,000 times before inventing the lightbulb.
• Every great salesperson has lost deals and faced rejection.

Why Failure Matters in Sales

Sales is a game of persistence. Every rejection, lost deal, or missed opportunity is a chance to learn. Failure isn’t final—it’s feedback. When you embrace this mindset, you’ll bounce back stronger.

The 4 A’s: A Process for Handling Failure

When you strike out in sales (or in life), follow this four-step method to turn failure into success.

1. Acknowledge & Own It

Take full responsibility. No excuses, no blaming others. If a deal falls through, admit what happened so you can move forward.

2. Analyze What Went Wrong

Ask yourself:

• What could I have done differently?
• What didn’t go as planned?
• Was there something I overlooked?

3. Adjust Your Approach

Turn the lesson into an action plan. If a deal was lost due to poor preparation, commit to better research before your next pitch.

4. Act – Get Back in the Game

Don’t dwell on failure. Apply what you’ve learned and move forward with confidence. The best sales reps aren’t those who never fail, but those who never give up.

A Setback Is a Setup for a Comeback

Dr. Willie Jolly says: “A setback is a setup for a comeback.” This means that every rejection or challenge is actually preparing you for a bigger win.

If you lost a deal, it’s not the end—it’s a stepping stone toward a future success. Learn, adapt, and keep pushing forward.

Learn from Both Successes and Failures

Why Reflection Matters

It’s not just about learning from mistakes—you can learn from successes too. At the end of each day, spend 5 minutes journaling:

• What went well today? Why did it work?
• What didn’t go well? What lesson did it teach me?

This simple habit in your evening routine can accelerate your sales growth and keep you improving every day.

Action Step: Your Journey Line Exercise

Take a moment to reflect:

1. Write down a time you failed in the sales process.
2. What lesson did you learn?
3. What action will you take moving forward?

Now, reframe it—instead of seeing it as a failure, view it as a learning moment that makes you stronger.

Success Is About Learning, Not Perfection

Success isn’t about never failing. It’s about learning, growing, adjusting, and trying again. Every experience—good or bad—shapes you into a better salesperson and a stronger professional.

Embrace failure as part of the journey.

Learn from every experience.

Keep pushing forward.

Now, it’s your turn!

What’s one lesson you’ve learned from a past failure? Share your insights and start applying the 4 A’s today.