The OSS license doesn't grant you any support from Trolltech, does it?
I would totally understand the response eventually turning into "yeah, we'll fix your bug, but put your money where your mouth is", which is where they are today.
As for Qt for Device Creation, I looked through that and didn't see why you'd need a license there, unless they're selling optional components or plug-ins which are not LGPL licensed (which appears to be the case with things like "Qt Quick 2D Renderer" and "Qt Virtual Keyboard").
I even tried out the questionnaire at www.qt.io/download: if you select "Commercial deployment" for development and then say that you're doing dynamic linking, don't have any concerns about reverse-engineering, and can comply with the LGPL, it recommends you use the open-source LGPL'ed version.
Qt for Device Creation needs a license, that one is not available as LGPL. Of course you can use the open source Qt yourself for that, but then you'll be facing a lot of platform work to get Qt running on your device before even starting with the stuff that you actually want to build.
It's always been explained to me by the sales people that "you cannot switch licensing models mid-stream". So if you're planning to go commercial, you start commercial.
It's not really about closing the deal as much as making sure the Trolltech developers were paid during the time you needed their support.