At this stage, you already know about the buyer's problems and situation, but they are still in the dark about how your product can help them. To ensure follow-up communication, remind them why it is important to take action now.
1) “If we wait until next quarter to resolve [the issue], you will [lose X amount per day, fall behind Y, reduce your annual revenue by Z percent]. How will that impact your business?”
Focus your interlocutor's attention on possible financial italy phone number data losses, and he will immediately be more motivated to listen to you until the end.
2) "If you wait until next quarter to do X, you'll miss [opportunity]. Could taking advantage of [this opportunity] have a significant impact on your [company, team, career]?"
If your prospect talks a lot about taking advantage of opportunities and less about solving problems, use the same approach as question #1, but with a positive twist. They are probably more motivated by progress and a view of a better future than by FUD (Fear, Uncertainty and Doubt) tactics.
3) "[Prospect's Name], are you still hoping to deliver X by [date]? It will be impossible to meet that deadline if we wait until January."
Have you set a date for the buyer to take action? Warn them about the risks of delaying the deadline: the customer’s goal will slip out of sight unless they take action now.