After countless software demos, I’ve noticed a peculiar divide: mention “light mode versus dark mode” and people instantly pick sides, like kids choosing teams.
Here’s my totally unscientific observation (and please, don’t come at me…I know there are exceptions!): folks over 50 tend to gravitate toward light themes, while the under-50 crowd often prefers their screens darker than a coffee shop at 6 AM. Maybe it’s generational exposure to different computing eras, maybe it’s eye strain patterns, or maybe I’m completely wrong. But I’ve seen this pattern enough to pay attention.
Why This Matters for Your Next Demo
This seemingly small detail is crucial in software sales. When prospects see a theme they’re unused to, it subtly distracts from your pitch. Their attention is split: they’re processing content and adapting to a visual style, drawing focus away from what matters.
Think about your own experience. If you’re a dark mode devotee staring at a blazing white screen, or a light mode lover squinting at dark interfaces, you know it’s distracting. Your attention shifts to adapting visually instead of engaging with the content.
During a software demo, you want your prospect focused on your solution, not adjusting to an unfamiliar visual setting. They’re already learning new workflows and features. Minimizing unnecessary mental effort keeps the focus on what matters.
A Simple Question, Significant Impact
Here’s my proposal: if your software offers theme options, make asking about preference part of your pre-demo routine. Right alongside “Can you see my screen?” and “Is the audio working?”, add “Would you prefer I show this in light or dark mode?” Here’s a quick script you can use: “Before we begin, I want to ensure the view is comfortable for you. Do you have a preference for light or dark mode?” This simple question can help customize the demo experience, showing you care about the prospective client’s comfort and attention to detail.
It takes three seconds. But those three seconds communicate something powerful:
- You pay attention to details
- You care about their comfort
- You understand that small frictions can impact big decisions
- You’re thinking about their experience, not just your pitch
Some might see this as trivial. But in enterprise sales, every element that puts your prospect at ease improves your chances. Even a slight boost in user comfort during a demo can make a significant difference when decisions are close.
The Broader Lesson
At its core, this is about seeing details that affect the experience. The salesperson who asks about theme preference is also likely to respect time zones, ensure dial-in numbers work, and shape follow-ups for easy internal sharing. These specifics shape perception and results.
Excellence in sales often comes down to accumulating these small considerations. No single gesture closes a deal, but together they build trust and demonstrate competence.
So next time you’re preparing for a demo, add this to your checklist. Ask about theme preference. Adjust accordingly. Then watch how this tiny accommodation helps your prospect focus on what really matters: how your solution solves their problems.
Because at the end of the day, the best demo experience is the one where the technology feels so natural that they forget they’re looking at someone else’s screen. They’re just imagining their better future workflow.
What’s your take? Are you team light or team dark? More importantly, would seeing a demo in your preferred theme actually make a difference to your buying experience? Share your perspective in the comments or send me a message. I’m genuinely interested in knowing if this approach resonates with you or if it seems like I’m overthinking the small details.