Or they are terrified of having anything in writing.

Perhaps they're planning to dump some employees and replace them with you, or dump their current provider IF you work out at the meeting. That's the absolute best case.

Worst case is you can expect loads of BS about the undocumented verbal meeting "well, at the (carefully undocumented) meeting you agreed verbally to 25% off regular price and (insert list of features) all available within 72 hours, so ..."