Quantcast Figure 6-5.—The professional Navy recruiter balances empathy and drive

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Figure 6-4.—Basic human wants and needs
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Navy Counselor 1 & C (Recruiter) - Military manual for recruiting
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A Healthy Attitude Toward Failure
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. 6-19

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