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On any given day, a sales conversation can feel unpredictable. The stakes shift, personalities vary, and no two clients walk in with the same set of needs.

That uncertainty doesn't intimidate Lexi Urbassik. It's exactly where she thrives.

The newly minted Commonwealth University-Bloomsburg graduate built her confidence not in classrooms alone but in high-pressure arenas where hundreds of competitors vie for the same goal. There - along with internships and club leadership roles - Urbassik developed a skill set grounded in preparation, sharpened by adaptability, and defined by authenticity.

"Competing at that level really pushed me to step up my preparation," said Urbassik, a professional sales and marketing major. "You have to know your product inside and out, anticipate questions, and practice how to guide a conversation smoothly. But you also learn that every client conversation is different."

That lesson has stayed with her. The discipline of preparation gave her confidence, but the unpredictability of competition taught her how to stay composed when an interaction veers off script. In sales, as in competition, Urbassik learned the strongest professionals are the ones who can balance structure with responsiveness.

"These experiences really emphasized how important it is to understand the pain points of the person you're selling to," Urbassik says. "The best way to make a sale is to help them see the impact of their challenges and dig deep to uncover what's really driving their needs."

That mindset has become one of her greatest strengths - a reminder that effective sales is not just persuasive but collaborative.

Learning by doing

That lesson became even more real during Urbassik's internship at Fastenal this past fall, where she experienced a moment that connected classroom theory to professional practice in a lasting way.

"We were meeting with a prospective client to learn about their ongoing projects, how they were managing inventory, and how Fastenal could provide solutions," Urbassik said. "I realized I was seeing the exact steps of a sale we had studied in my advanced selling class come to life."

The experience was energizing. Every part of the conversation - the questions, the listening, the discovery, the pacing - reflected the principles she practiced in the business classroom. She says it also gave her a deeper appreciation for the Zeigler College of Business's approach to sales education, where experiential learning is built into the program rather than treated as an afterthought.

"I remember leaving work that day absolutely thrilled," Urbassik said. "It was incredible to see classroom concepts click in a real-world sales situation."

For Urbassik, that moment confirmed the work she was doing at Bloomsburg was preparing her for something tangible, practical, and immediate. It also gave her a sense of momentum, proof that the skills she was building would travel with her into the professional world.

A major part of that development has come through the Zeigler Institute for Professional Development (ZIPD), which gives business students a structured pathway to grow their professional skills, network with industry leaders, and sharpen their career readiness.

Urbassik says that kind of development has been a motivational building block, helping her see early on that success in business is not built in a single classroom or competition, but through a series of connected experiences that reinforce one another.

Pressure as preparation

Sales competitions also taught Urbassik how to function under pressure. Those experiences strengthened her ability to adapt in the moment, a skill she considers essential in high-stakes client meetings.

"A lot of sales is really about thinking on your feet," Urbassik says. "You can prepare all you want for what you think a client might say, but you never really know."

That uncertainty, rather than discouraging her, has become part of what she enjoys about the field. In her view, pressure reveals character. It also reveals preparation.

Urbassik's success across multiple formats - role plays, quick pitch competitions, and team challenges - sharpened that versatility even further. Each format required a different mindset, and each one expanded her ability to adjust her message, tone, and strategy depending on the audience.

The result is a sales professional who can now move fluidly between preparation and improvisation, listening and presenting, confidence and humility.

Relationships first

Even with all the technical skill and strategic thinking that sales demands, Urbassik says one piece of feedback has stood out above the rest.

"People buy from people they like," Urbassik says. "Relationships truly are everything."

That idea has become a guiding principle. Urbassik says she focuses on making the client feel heard, understood, and included in the process. In doing so, she's learned trust is not a bonus in sales - it's the foundation.

"I've carried that into every interaction since," Urbassik said. "It's made a huge difference in how I approach conversations and the results I've been able to achieve."

Her leadership roles in Pi Sigma Epsilon and the American Marketing Association gave her additional opportunities to practice those skills. Those organizations helped her strengthen her communication, collaboration, and professionalism while connecting her to peers and mentors who share her drive.

Ready for what's next

As Urbassik transitions into a full-time career as a technical sales representative with Dyco Inc., she feels confident bringing several strengths to the table, which include strong presentation skills, strategic planning, and the ability to communicate effectively with a wide range of audiences.

Bloomsburg's sales program - combined with hands-on experiences through competitions, internships, and ZIPD - has given her a foundation she believes will serve her well in the workplace. Just as important, it's helped her understand the kind of professional she wants to become.

"Joining organizations, competing, and connecting with professionals gave me a head start," Urbassik said. "Those connections and experiences helped me build confidence and a clear path toward a successful career in sales."

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