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recruiting with prior knowledge and understanding of
human beings,
our chances of success will be
enhanced. We will be building our sales presentation
based on each individual’s wants, needs, and DBM.
Let’s look first at the wants and needs that are common
to all people. These are important tools in
understanding human behavior. Figure 6-4 shows the
basic human wants and needs in relation to each other.
BASIC WANTS. – The four basic human wants are
the following:
l I want to live and be healthy. The most basic
wants of all are life and health.
l I want to love and be loved. This includes the
family love of parents, spouse, children, and other
relatives as well as the social acceptance, admiration,
and respect of peers, subordinates, and superiors alike.
l I want to feel important. Everyone wants to feel
that they have importance and self-worth.
l I want a little variety. It is said that variety is
the spice of life. Variety can take many forms, from
seeing different places, to doing different kinds of work,
or meeting different challenges. Everyone wants to
grow beyond their current horizons.
BASIC NEEDS.– The five basic human needs are
the following:
l Survival. These are the basic needs such as air,
food, water, and shelter. Obviously survival needs are
the first needs to be considered.
l Security. Once most of our physical needs are
met, we look ahead to future safety. Security needs
relate to an orderly, stable, predictable environment.
Stability can have a different meaning for different
Figure 6-4.—Basic human wants and needs.
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