This style of interviewing makes the candidates nervous, which in turn alters their behavior during the interview. Interviewees may also be current or potential customers. By grilling them and not having a balanced approach, you might tarnish your company's reputation, hurt sales, and cause you to lose some good candidates. Many interviews are designed solely to assess the candidate and not to sell the job. Few hiring managers are trained in how to sell the job and many don't even know that it should comprise a major part of the interview.
Most interviewers focus on trying to find out something negative.
Instead the process should identify what the candidate is really good at and it should excite them about our firm and our team. People like to talk about their strengths, their ideas, and their successes. However, they are nervous about revealing any weaknesses. Professional Conversations are held all the time at lunches, conferences, on the phone, and in e-mail exchanges. HR needs to formally encourage managers to substitute Professional Conversations for formal interviews.