Interesting approach. It's like putting your customer in one of 3 structures and reflecting back to them who they are. When people interact with others similar to them they are more prone to be persuaded. They see you as an in-group rather than an ex-group.

What kind of guy are you? Visual, audible, kinaesthetic? Have you seen others apply this to you? It would be interesting to catch that, but again I guess this is very subconscious and you just realize it afterward.

Thanks for sharing your story and tips!