1. Identify team mates who can't shut up: The experts on your team who want to prove themselves. Make a deal with them, they will only talk in reference to a related client problem we have solved. No deep end technology of solutions discussions, please!
2. Develop and agree upon the "shut up" signal. This is critical rule; It should be well publicized to the sales team, that non adherence to the rule should have disastrous consequences. My rule is, I want my team mates to look at me once each minute to get my clues.
4. Have umbrella questions ready: Every time we get a point in meeting when there's uncomfortable moment. Have some umbrella questions. 2-3 of them. For example, "can you give me another example". OR "You mentioned earlier this thing, can you help me understand a little more". If nothing else, ask the killer sales questions