In B-to-B sales of industry goods, we need to change conventional sales methods which are focused on “how to sell goods or services” to ”how to find and solve customers’ problems”. However, many small and medium-sized enterprises stick to the conventional methods.

　In order to change the sales methods and implement them, we need to collect customers’ information and educate sales representatives about skills of asking questions.

　In this study, I applies coaching skills of “Actively listening” and “Asking Questions” to find customers’ problems and consider logical methods of Listening in sales.