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people. Some may simply want a job with no layoffs.
Others want money in the bank, insurance, or a paid-off
mortgage before they feel their security needs are
completely met.
l Social. If most survival and security needs are
met, then social needs emerge, Love, approval, and
acceptance by others constitute social needs. Social
needs include the feelings for others as well as the
receipt of those feelings.
l Ego. All the needs that make us feel more
important fall within the category of ego or esteem
needs. At this level, it becomes increasingly difficult to
make exact distinctions between needs. The need to
belong to and be identified with a group is just a short
step from the need for status and recognition by the
group.
l Growth. Even when people have satisfied most
of their ego needs, they usually feel the urge to move
on to a higher
level. Growth needs involve
self-fulfillment, sometimes called self-actualization. We
must remember the differences between people. The
average person has as much capacity for self-fulfillment
as the outstanding leader in any field. Each person has
The needs listed previously are in order of relative
importance. People generally will take care of their
basic needs first and as each is achieved move to the
more complex needs. Why would this information be
important to our recruiters? If they understand the wants
and needs of all people, they can more easily anticipate
behavior and reactions of their prospects. By finding
what needs their prospects have already satisfied,
recruiters can better design their sales presentation to
include the fulfillment of those needs that the prospects
are still reaching for.
Qualities of a Professional Navy Recruiter
Two qualities that are important to the professional
Navy recruiter are empathy and drive. Empathy is the
ability to perceive what other people are feeling and to
relate to them in their frame of reference. It bears
directly on the recruiters’ abilities to identify their
customers’ interests and needs and to be sensitive to
their reactions. Drive is a motivational force that makes
goal attainment important. Recruiters with drive like to
win for the sake of winning. It is very important to
these recruiters to make their customers do what they
want them to do – go Navy. Figure 6-5 illustrates the
need to balance the right combination of empathy and
a different measure of his or her own growth needs.
drive to be successful.
Figure 6-5.—The professional Navy recruiter balances empathy and drive.
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