What is the purpose of using open questions in a conversation?

Using open questions in a conversation is essential for gathering comprehensive information. Open questions invite the other person to elaborate and provide detailed answers, rather than giving simple yes or no responses. This approach encourages a dialogue that can reveal deeper insights, feelings, and perspectives. By asking questions that require more than a single-word answer, you engage the other person more fully, which can lead to a richer conversation and a better understanding of their needs, concerns, and context. This technique is particularly useful in consultative selling, where understanding the customer's situation and motivations is crucial to providing effective solutions and building a strong rapport.