Turning weakness into strength

have had a varied and interesting sales career. I will tell you more about the unusual roles I have undertaken in future tips.
One job I had was as an RAC sales agent. It was my job to sell membership. I was paid commission only. I was working at a show on a Bank Holiday Monday. I had a "trekker" with me which was a little trailer 4ft x 3ft x 6ft high. It was a display unit only. A couple of hundred yards away was the AA display. It was quite grand. 2 patrol vans and a walk in and sit down trailer. It put my little effort to shame. I was thoroughly outclassed.
So how did I turn my rivals strength into a weakness? A few potential joiners commented on how pathetic my RAC display was compared to the 2 van and caravan set-up of the AA. It was time for some good salesmanship - or work a bank holiday for no pay.
What could I tell my customers to make me look good and give me the edge over my rivals? It was easy after I put a little thought into it.
"Sir, I can see you're not impressed with our little one trailer display compared to the 2 van AA display. Well let me tell you why there are no RAC vans here. It's Bank holiday Monday - the busiest day of the year on the roads. That means more breakdowns and incidents than any other time of the year. We care passionately about our members. Every RAC van is out on the road waiting to respond to our members' needs. Would you like to join an organisation that is passionate about service to it's members, or one that is passionate about making money for it's shareholders?"
Using this strategy I had a very sucessful and profitable day. Keep smiling - Keep selling - Cheers Paul
ps - for some reason my wife thinks the phrase "we care passionately about our members" is amusing.