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Visiting a powder, a sheet for spreading on the ground, a shovel, sacks for the
 grain going into the store. And you will be carrying a hand sheller
Farm to show him; and also the relevant pamphlet, in the right language,
 that illustrates the processes. i
 On the last visit, you noted that the farmer claimed that he was
 having difficulty in obtaining insecticides in his locality-so you
 checked up on the situation and you will be able to inform him
 where such supplies are now available.

 MEETING THE FARMER
 When you meet the farmer, talk with him, not at him. This is an I
 important difference. To talk with someone is to engage in a two-
 way conversation. You discover his concerns, learn about his
 experience, identify what help he needs from you. But if you talk at
 him most of the time, his attention might wander, his resentment
 may build up, or he might become defensive and withdrawn. I
 How you frame your question is a crucial issue. The important
 distinction is between closed and open questions. Closed ques-
 tions can seem rather interrogating and produce brief or only Yes/
 No answers. Open questions seem more respectful and usually
 produce fuller answers. j
 For example, if you ask simply, "Do you treat your maize with a
 Blue Cross powder before storing?"-you may get an evasive I
 answer, because it can sound like a "checking-up" question. But if
 you ask, "What do you think about the ways of treating maize for
 storing?"-you are inviting him, on equal terms, to discuss the
 matter with you.
 Not just the structure of your sentences but also the tone in which
 they are delivered is vital in establishing a good relationship-
 putting someone at ease, winning confidence and encouraging an
 expression of views and concerns. |
 Here we are touching on certain fundamental points about effective
 interpersonal communication, so perhaps we should pause and
 explore them in more detail.

 RELATING i
 Whenever we talk with someone we have a choice between five
 lines of communication. These are set out on the next page. Let
 us look at each in turn and consider when and when not to use them.
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 60 Chapter 6
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