Quote from chief_editor on January 17, 2026, 7:39 am

In commodity and energy trading, many newcomers expect sellers to actively chase buyers. Emails follow up aggressively, prices are revised downward, and urgency is emphasized to “keep the buyer interested.”

In real markets, however, experienced and legitimate sellers behave very differently.
They rarely chase buyers — and when they do, it usually signals something is wrong.

This behavior is not about arrogance.
It is about control, risk, and deal quality.

Real Sellers Manage Scarcity, Not Attention

In genuine commodity trade, sellers typically manage scarce resources: production capacity, allocation, logistics windows, or contractual volume.

Because of this, their problem is rarely “not enough buyers.”
Their problem is choosing the right buyer.

Chasing buyers suggests the opposite — that supply is uncertain or that demand has not materialized as expected. Real sellers protect their position by letting buyers self-select through commitment rather than persuasion.

They Let Structure Filter Buyers

Instead of chasing, real sellers introduce structure.

They move from:
general discussion
to defined terms
to formal documents

Each step requires effort from the buyer: internal alignment, documentation, or financial readiness. This naturally filters out non-performing interest.

A seller who chases removes this filter and invites low-quality engagement.

Real sellers prefer fewer conversations with higher probability, not more conversations with lower quality.

Chasing Weakens Negotiation Position

Aggressive follow-ups change the balance of power.

When a seller repeatedly pushes a buyer, it signals urgency, excess supply, or lack of alternatives. Buyers notice this immediately and adjust their expectations.

In contrast, sellers who remain measured retain leverage. Silence, when used appropriately, is not disinterest — it is discipline.

In commodity trade, perceived optionality matters.

Real Sellers Assume Buyers Must Prove Readiness

Experienced sellers expect buyers to demonstrate seriousness.

They look for signals such as:
clear corporate identity
defined payment capability
willingness to move to FCO or SPA

If these signals do not appear, sellers disengage without chasing. Time spent persuading an unready buyer is time not spent executing a real transaction.

From the seller’s perspective, non-response is often an answer.

Why Fake Sellers Behave Differently

Fake or weak sellers often chase aggressively.

They rely on attention rather than execution.
They push urgency because they lack structure.
They follow up because they cannot move the deal forward formally.

Chasing replaces credibility.

This contrast is telling:
real sellers filter; fake sellers pursue.

What Sellers Actually Care About

Legitimate sellers care about three things:
counterparty risk
execution certainty
reputation

Chasing buyers undermines all three. It increases exposure to unverified counterparties, creates pressure to compromise structure, and signals weakness to the market.

As a result, disciplined sellers let buyers come to them — or move on.

A Practical Rule of Thumb

If a seller is chasing you hard before documents escalate, pause.
If a seller becomes quieter as structure improves, that is often a good sign.

In real commodity trade, seriousness attracts seriousness. It is rarely hunted.

Final Insight

Real sellers do not close deals by chasing buyers.
They close deals by letting structure do the work.

Reference Note

This article reflects commonly observed practices in international commodity and energy trading. It is intended for industry insight and trade education purposes only.