In selling and communications, what do 'open questions' generally achieve?

An open question can be defined as:

An open question is likely to receive a long answer.

Although any question can receive a long answer, open questions deliberately seek longer answers, and are the opposite of closed questions.

Using open questions

Open questions have the following characteristics:

• They ask the respondent to think and reflect.
• They will give you opinions and feelings.
• They hand control of the conversation to the respondent.