TheMadPeacock On The Sofa

Over on BeyondVC Ed Sim has a nice post entitled Tips for the first VC Meeting I found this article through BrownBlog’s post entitled Tips for the first VC Meeting or Customer Stating how to Sell to Him
The root post is very insightful and should be read and digested by anyone selling software face to face but Lawrence reiterates a key point and for me the most important point

Successful sales meetings should be discussions, with the prospect doing 70-80% of the talking. If you leave a sales meeting having done most of the talking, then you will be lucky to ever from that prospect again.

I am a talking head by nature and I am constantly fighting my disposition when in meetings. I would be very interested to hear from others with talking head syndrome, what are the warning signs to look for in a meetings? How do you catch that you are in the zone? how have you mastered your inner loudmouth?