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_{Courtship selling occurs with new buyers who do not yet qualify as long-term customers. It is the most confusing type of selling because you deal with customer schizophrenia. Sometimes these new customers act like long-term customers (and share details)—and sometimes they act like new and fickle prospects (and clam up). Courtship selling is a blend of brinkmanship and relationship selling. Your challenge is to know which selling mode you need to use and when.}

_{Since they just bought something from you, initially you treat them as long-term customers and use relationship selling, exchanging information freely. You stay in this selling mode until you lose a sales opportunity to a competitor. You then shift to brinkmanship selling with all its challenges. Eventually, customers either evolve into long-term customers or regress into prospects again. If you are willing to let another salesperson handle their account, it is safe to say you do not consider them to be potential long-term customers.}